Account executive in observability

groundcover is a fast-growing Series C startup delivering the industry’s most modern observability platform for cloud-native environments. Powered by BYOC and eBPF and designed for Kubernetes from day one, our platform delivers full stack observability with dramatically lower cost, operational overhead, and complexity. As systems evolve toward AI-powered services and LLM-based applications, observability must evolve with them. groundcover is built for this reality, enabling teams to understand performance, reliability, and behaviour across microservices, infrastructure, and AI workloads.

• Build a plan to exceed your quota, then forecast, negotiate and close to beat it
• Focus heavily on outbound prospecting: a minimum of 3 new meetings per week, with a goal of building 3x pipeline against quota
• Beat the competition
• Learn and use MEDDICC
• Build champions and strong relationships with prospects and existing clients
• Drive joint efforts with SDR and SE to close initial deals, then expand groundcover’s footprint into different teams and additional business units
• Conduct market research and competitor analysis to identify potential clients and market trends
• Collaborate with internal teams to deliver effective solutions and meet client needs
• Provide exceptional customer service and address client concerns or issues
• Monitor and report on sales activities, pipeline and performance metrics in CRM
• Share what works and support your colleagues

• 3+ years of experience as a sales hunter in a start-up/scale-up SaaS company with a focus on new logo acquisition
• At least 1 year of previous experience as a successful BDR/SDR
• Proven experience with the EMEA market
• Proven and consistent track record of meeting and exceeding sales quotas
• Evidence that you have built champions
• Degree educated, combined with street smarts
• Ability to travel across EMEA (face-to-face customer meetings) and to the USA
• Evidence of being competitive and succeeding, with genuine accountability for your results
• Intellectual curiosity and a growth mindset: you seek coaching, ask sharp questions and keep developing your sales and technical understanding
• Excellent communication and negotiation skills and a strong understanding of the industry and market dynamics
• Self-motivated, proactive, and able to work effectively both independently and as part of a team
• Open to change: this is a hyper-scale opportunity and things will move fast
• Будет плюсом: Experience selling Log Analytics/Monitoring/APM; Experience selling cloud technologies (AWS/GCP/Azure)

• This is initially an onsite role in our London office.